Hundreds of thousands of small business owners are trying to figure out how to attract more customers. This book distills the fundamental sales process into simple, easy-to-understand and easy-to-implement principles, processes and practices. It is packed with real-world examples and applications to a variety of sales situations - from the corner coffee shop and the freelance professional to the sophisticated B2B seller.

About The Author:

Dave Kahle was the number-one salesperson in the US for two different companies and is now one of the world's leading sales educators. He has authored nine books, more than 100 multimedia training products and writes a weekly Ezine for salespeople. For more than 20 years, Kahle has served as the president of The DaCo Corporation, a sales training/consulting company.

Table of Contents:
• Introduction • And You Thought Sales Was All About... • Simplifying the Fundamental Sales Process • Finding the Right People • Making the Customer Comfortable With You • Making Customers Comfortable in One-on-One Selling Situations • Finding Out What Customers Want • What Customers Want in One-on-One Selling Situations • Show Customers How What You Have Gives Them What They Want • What You Have Is What They Want: One-on-One Selling Situations • Gaining Agreement on the Next Step • Gaining Agreement on the Next Step in One-on-One Selling Situations • Follow Up and Leverage Satisfaction • Follow Up and Leverage Satisfaction in One-on-One Selling Situations • What’s Next? • Seeing Your Sales As a System